Articles Posted inLaw Firm Client Selection

Law firm marketing is often used to exclude some potential clients who are not a fit for your services. Have you ever had the feeling the client sitting in front of you was not telling you the truth? It can often be awkward having that conversation with a potential client (someone who has not yet retained you). This video shows you how to use third party stories to bring up things that make you uncomfortable.

Once the client has retained you as their lawyer, you can ask direct questions and you should expect direct answers. During the initial interview you may want to avoid offending the prospective client. Since technically you are still involved in the law firm marketing process you should use this opportunity to exclude anyone you do not feel comfortable representing.

Every law firm has an ideal client. The marketing your law firm does should be specifically designed to attract and capture that person. This video contains the three essential qualities of a prospective client – regardless of the focus of your practice.